This full-day workshop is designed for LBM sales professionals who want to level up—period. Whether you’re new to the game or a seasoned rep, this course covers what it really takes to be a trusted, high-performing pro in today’s competitive market.  

We’ll dig into the core traits of top salespeople, how to be invaluable to your customers, and the critical organizational habits that separate average from elite. From handling pricing pushback and objections to delivering bad news without losing respect—we tackle the tough stuff head-on.  

You’ll also learn how to work smarter with operations, understand the financial side of the business, and adopt a 3-pronged approach to prospecting that actually works. It’s equal parts mindset, skillset, and toolbox—delivered by someone who’s lived it.  

Who it’s for:  
Sales reps, OSRs, and account managers in the LBM space who want to become indispensable to their team, their customers, and their company’s bottom line.  

Key Takeaways:  

• Professional traits that drive trust, performance, and loyalty  
• How to protect margin while holding the line on pricing  
• Real talk: handling conflict and hard conversations like a pro  
• Collaborating across departments for greater success  
• Prospecting strategies that build volume, depth, and pipeline

About Mike McDole
Principal, Firing Line LBM Advisors  

With 42 years in the LBM industry, Mike McDole has done it all—from running multi-location yards to leading sales teams generating up to $20M each. As former SVP of National Lumber Co., he helped grow the business from 3 to 14 locations. Now, through Firing Line LBM Advisors, Mike brings no-BS insights to dealers across North America. He’s also a columnist, speaker, and trusted voice in the industry’s top events and podcasts.